Understanding your own value – the value of your products and services – and being able to connect that value to your customer’s business drivers is what makes customers want to buy. Customers want the benefits, the business benefits that your product or service can create and deliver to their business.

In today’s business climate customers are critically reviewing and reassessing their businesses, rethinking their options, re-allocating resources and re-prioritizing their business strategies. You can assist your customers in this process by helping them to identify and quantify value gaps or value opportunities, demonstrating how value can be created, implemented and then measured to ensure that the value realised meets or exceeds plan.

Value maximisation followed by value assurance is what your customers desperately want and need today. Show him or her how they can achieve these two goals and you will create more than a customer, you will create a business partner for life.

We are entering a period of enormous change and uncertainty. We are witnessing the emergence of a new world order and a new business era. The Financial Crisis will impact the global economy, but where, when and by how much we don’t yet know. One thing is for sure. The “New World” will be less tolerant and less forgiving of much of our current “Old World” sales practices. In a downturn, customers will reassess their activities, expenditures, suppliers and business relationships to see where they can make savings, streamline their business and find new levels of operational efficiency to drive down costs. This presents the New Era Sales Professional with an unparalleled opportunity to take the lead by helping guide their customers through this reassessment process.

A simple and effective way to move your thinking to a NESP (New Era Sales Professional) is to ask yourself the following questions:

What will help my customer’s business in the new world economy?

How can I leverage my understanding of my customer’s business, my knowledge of their industry and my products/services to do this?

A Five Point Plan to protect your existing business and maximize your sales in an economic downturn: Continue Reading →

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Testimonials

The Excellence in Execution Management Conference facilitated by David Ednie was extremely instrumental in unleashing the wealth of knowledge possessed by the Team; a call for action in the midst of the most challenging period for GMAC as a result of the global financial markets disruption. An incredible force in facing adversity.

Carlos RibeiroFormer GMAC European Regional Vice President & currently CFO and COO at Gulf Bank of Kuwait